Whoa—let’s slow down. Remember the story of the tortoise and the hare? While salespeople race to snatch up the most promising and qualified short-term prospects that come in from any marketing-lead-generation initiative, nearly three-quarters of the leads that convert to sales are ignored. Why? Because salespeople are paid for winning the race for short-term sales, causing them to focus on the easy sales opportunities and to ignore the longer-term prospects. And because there usually is no process in place, the job of nurturing, managing and tracking the longer-term opportunities falls by the wayside. This lack of a lead-development process may be costing your organization
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